GTM Insights

Field notes from my work on ICP validation, founder-led sales, and the systems that turn market signals into commercial decisions.

I use AI for research, evidence collection and routing. These articles explain where it helps, where context gets lost, and which decisions still need commercial judgment.

Browse by topic: ICP and GTM strategy · Founder-led sales and pipeline conversion · AI workflows and sales intelligence

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Explore AI in the sales process: GTM strategy → market signals → buyer context and handoffs → human judgment.

By Dr. Denis Jung, founder of Fit-To-Scale.

Denis Jung 10/26/26 Denis Jung 10/26/26

You do not pick an ICP. You converge on one.

An ICP emerges from market evidence. Denis Jung explains the testing cycle, the evidence ladder, and the decision gate that stops encouraging conversations from becoming an endless experiment.

Denis Jung 10/19/26 Denis Jung 10/19/26

AI sales automation is exploding. - GTM strategy is becoming the bottleneck.

AI makes sales execution cheaper. Denis Jung explains why ICP, use case and business case still determine whether that execution creates a pipeline that converts.

Denis Jung 8/24/26 Denis Jung 8/24/26

I'm testing a new GTM diagnostic for founder-led SaaS and AI infrastructure companies - and looking for 5 founders to try it for free

The original pilot announcement explains the Outside-In GTM Read: a strategic assessment of the public signals a cold buyer or investor encounters before speaking to the company.